SaaS Net Dollar Retention (NDR) Calculator

How to Calculate SaaS Net Dollar Retention (NDR)

To determine your SaaS NDR, please follow these steps:

Визначте початковий MRR. This is your total Monthly Recurring Revenue at the beginning of the period you’re analyzing. For example, a small SaaS company might start with $20,000 MRR, while a larger one could start with $500,000.
Розрахуйте розширений MRR. This is the additional MRR generated from existing customers through upgrades or add-ons during the period. A small SaaS might see a $2,000 increase, while a large one might see $50,000.
Визначте свій відток MRR. This is the MRR lost from customers who canceled their subscriptions during the period. A small business could churn $1,000, while a larger one may churn $20,000.
Calculate your Downgrade MRR. This is the reduction in MRR from customers who downgraded their subscriptions during the period. For instance, a small company may lose $500 from downgrades, while a larger one could lose $5,000.
Apply the formula. For example, if you have $20,000 starting MRR, $2,000 expansion, $1,000 churn, and $500 downgrade, the calculation would be ($20,000 + $2,000 – $1,000 – $500) / $20,000.
Calculate the result. Using the previous example, the result would be $20,500 / $20,000 = 1.025. Then multiply by 100 to get the percentage: 1.025 * 100 = 102.5%.

Примітка: A healthy NDR is typically above 100%, indicating that your existing customers are generating more revenue over time. Make sure to use the same time period for all values.

SaaS Net Dollar Retention (NDR) = (Starting MRR + Expansion MRR – Churned MRR – Downgrade MRR) / Starting MRR

What is Net Dollar Retention (NDR)?

Taking into consideration cancellations, downgrades, and upgrades, SaaS Net Dollar Retention (NDR) calculates the proportion of recurring revenue kept from current clients. A thriving SaaS business is indicated by an NDR of 100%, which shows that revenue from existing clients is steady or increasing. On the other hand, an NDR below 100% indicates that you are losing money and that your customer base has to be better nurtured.

Increase revenue by taking advantage of expansion among current clients, which is a crucial sign of long-term viability.
Use transparent data on client happiness, upselling, and problem areas to inform strategic choices.
Evaluate the success of customer success initiatives and the general strength of accounts to gauge business performance.

Practical Examples of SaaS Net Dollar Retention

Приклад 1: In 2020, a SaaS company started with $100,000 in annual recurring revenue. By 2021, they lost $10,000 due to cancellations but gained $20,000 in upsells. Thus, their Net Dollar Retention was ($100,000 – $10,000 + $20,000) / $100,000 = 110%.
Приклад 2: A software firm initially generating $500,000 managed to increase its revenue by $50,000 from existing customers through upselling, although $25,000 was lost to churn. Their NDR calculation would be ($500,000 – $25,000 + $50,000) / $500,000 = 105%.
Приклад 3: Consider a company with $200,000 starting revenue. Despite experiencing $30,000 in churn, it partially offset these losses by acquiring $40,000 through upgrades. Therefore, the Net Dollar Retention stood at ($200,000 – $30,000 + $40,000) / $200,000 = 105%.

Період	Початковий MRR	Upgrades	Downgrades	Churn	Кінцевий MRR	Net Dollar Retention	Зміна порівняно з попереднім періодом
Місяць 1	$500,000	$50,000	$10,000	$15,000	$525,000	105.0%	Н/Д
Місяць 2	$525,000	$60,000	$12,000	$13,000	$560,000	106.7%	+1.7%
Місяць 3	$560,000	$70,000	$15,000	$10,000	$605,000	108.0%	+1.3%

NDR = ($560,000 + $70,000 – $10,000 – $15,000) / $560,000 = 1.08

Different Ways to Calculate Net Dollar Retention (NDR)

Simple NDR Calculation: Divide the total revenue at the end of the period by the total revenue at the beginning of the same period, excluding any new sales. Useful for a quick overview of customer expansion and churn effects.
NDR Calculation Including Churn: Accounts for revenue lost due to customer churn, providing a detailed view on revenue changes and churn’s impact. Key for long-term planning.
NDR Calculation by Segments: Customers are divided into groups (e.g., by size, industry, plan type). Identifies successful segments to tailor business strategies effectively.
Adjusted NDR: Adjustments are made for contractual upgrades/downgrades and one-time fees to accurately reflect recurring revenue behavior.

How to Improve Your SaaS Net Dollar Retention

Improve Product and Service Quality: To lower churn and increase retention, continuously provide exceptional products or services that go above and beyond for customers.
Deliver Outstanding Customer Service: Make sure your support staff is helpful, informed, and quick to respond to any client concerns.
Remain accessible and visible: Keep the lines of communication open with your clients by providing frequent updates and being easily accessible across multiple platforms.
Educate Your Clients: Provide guides, seminars, and tutorials to help your clients get the most out of your goods.
Demonstrate Customer Appreciation: Frequently thank your customers with thank-you notes, customer spotlights, or incentive schemes.
Collect Customer Feedback: Distribute questionnaires to learn more about areas for improvement and customer happiness.
Take Initiative with Disengaged Customers: Get in touch with clients who have ceased using your product to find out why and to promote re-engagement.
Provide Retention Bonuses: To encourage clients to keep using your business, give them discounts, exclusive deals, or launch a loyalty program.
Review Your Value Proposition: If you’re having trouble lowering churn, take another look at what your clients value most and modify your products accordingly.

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